Trends

Three Top HR Tech Trends

Sierra-Cedar released the 20th HR Technology Study this month. Three macro-trends were revealed: 1…

Winners Circle

Learning! 100

8th Annual Learning! 100 Award Call for Applications Opens

Award Program Recognizes Top 100 Global Learning Organizations Elearning! Media Group, publishers… Read more...

The 2017 Learning! 100

If there is a lesson to be learned from this year’s Learning! 100 honorees, it is that there is… Read more...

The 2017 Learning! 100

If there is a lesson to be learned from this year’s Learning! 100 honorees, it is that there is… Read more...

Best of Elearning!

The 2017 Learning! 100

If there is a lesson to be learned from this year’s Learning! 100 honorees, it is that there is always room for improvement, that learning organizations cannot stand pat from year to year, no matter… Read more...

99 Solutions Named Best Of Elearning!…

The 2016 “Best of Elearning!” awards honor best-in-class solutions across the learning and technology marketplace. Celebrating their 12th year, these honors are bestowed across 27 different… Read more...

The 2017 Learning! 100

If there is a lesson to be learned from this year’s Learning! 100 honorees, it is that there is always room for improvement, that learning organizations cannot stand pat from year to year, no matter… Read more...
Web Seminars Series

In 1920, the DuBois Soap Company's motto was "Sell – Service – Satisfy." While that motto is still a viable formula for success, the challenges of driving sales and revenue growth in a highly competitive and uncertain global market can be daunting. Sales leaders at DuBois (now DuBois Chemicals) soon began to see effectiveness gaps in their organization, including the need for:

>> Structured performance feedback process for managers.

>> Standardized coaching methodology, in order for managers to help under-performing reps.

>> Consistent use of the CRM system for pipeline management of sales teams.

>> Additional opportunities for sales team members, with a focus beyond 90 days.

Aligning All Levels

Doug MacRae, president of the Industrial Division at DuBois Chemicals, had benefited previously from CCI's performance improvement services. CCI showed MacRae the signature high-performance sales management system, Pathways to Growth: 9 Disciplines to Create Sales Breakthroughs in Turbulent Times. This system provides clear steps, along with support and measurement tools, to align sales reps, managers and execs around the strategies that matter most.
After some review, DuBois Chemicals decided that Pathways to Growth was the solution to address their challenges.

A Collaborative Implementation

In February, a team of CCI consultants began meeting with key senior leaders at DuBois Chemicals. The leadership team included MacRae, the sales director and three hand-selected sales managers. Together, the group customized a plan using Pathways to Growth and put it into action.

Over the first week, the number of past-due opportunities dropped significantly, and the sales funnel was cleaner. Within a month, sales leaders were using information generated as a result of the program to forecast more effectively. CRM adoption and best practice skills also increased dramatically.

With more sales managers slated to go through training in the coming months, the future looks extremely bright for DuBois Chemicals.

A Unique Approach

CloudCoaching International (CCI) designs and deploys performance improvement systems for every level within an organization. It helps companies improve sales and service performance by integrating strategy, process, learning and technology. CCI, which has served more than 50% of the Fortune 500, has more than 30 years of proven experience.

—More info: www.cloudcoachinginternational.com

Published in Ideas
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